How to I get clients to close a sale?
I run a career development/coaching business. I get lots of inquiries and close most deals no problem. But when it comes to coaching where I want to grow the most; career coaching, I have a hard time closing the sales. I get a lot of "Okay that's great! How do we get started?" ... and then never hear back even after following up. The clients just seem to go missing. What can I do better to get clients to close the deal in a new industry?
I just have a client ask "how do we get started" last week and immediately I gave him a direct yet surprising answer - "I want you to give me the business".
He froze for a moment as he didn't know how to reply. I continued," I am pitching to close a deal and being understand I am able to meet your urgent needs, I am asking you to let me start working on your problem now".
He continued asked," what is your charges like," and I smiled," a price that you will not reject". No joke, he somehow buy in my proposal on the spot after I explain,"for the first deal I need to buy you in at a cost that I can afford, therefore you will offer a price that you cannot get from anyone else as compare to my top grade quality services. Subsequent deals will work on reasonable price where both of us comfortably agree - this is to ensure our relationship can last.
Well, that is my experience of closing.
To start off with you should get some of your previous client to do some feedback to you and you should think of use those feedbacks as your plus points while meeting with your new clients that should help them understand that your are good..
Hi Jennifer, It looks like they have already closed but are not committed.
Maybe there is a need to sort them out. See if you can get them to pay an initial deposit. to secure their booking. Once they have parted with some money, I'm sure they will be more committed. If not the initial deposit is non refundable, and you have at least been payed something for your time.
send relevant letters to your contacts, do it patiently, and you will have client someday.
In other word, please giving first, and you will receive result later. Wish you a stable growth.
Keep asking lots of questions. Chances are they are still confused and not sure you have the best options. In other words, the client still has uncertainties, but doesn't know what they are. You've got to dig a little deeper. Teach and educate. Most importantly, you need to make sure they are up to firing their current broker/agent as well.
All depend upon the closing ,closing of your presentation very important ,second you should know each and every thing about your product or service
If they say "How do we get started?" and then after following up, you never hear back, it has all to do I believe with your follow-up...How do we get started is a closing signal, so I would suggest you go back to them face to face if possible and say: Why aren't we starting? What are the road blocks what can I do to make your decision and life easier? Focus on the benefits you bring...Not the features...
If you are targeting senior mgmnt guys then not many would like to get coached on career...If you are targeting students/ new job entrants/ guys who have lost jobs then you may find listeners.. Note any purchase happens if they find relevance to the current situation they are in .. You go to a Tarot reader if you have problems in life and not when you are satisfied in life and you select a Tarot reader only if someone recommends or has a high visibility .. You job is like a Tarot readers .. My suggestion for you is to Brand build yourself.. Give some interviews about career coaching ( maybe you pay to get interviewed) in Radio, Newspaper, Blogs etc and get yourself Branded .. Am not sure if i would go with Brian showcasing the service Free and then charge cause consultancy is not a Freemium product and very difficult to ascertain results.. Keep your charges intact..
I have a colleague who does The DISC Assessment. By offering this as a complimentary feature of my practice I gain insight into what I can utilize to assist the client in achieving their goals.
My next approach is to have a session to further probe their goals. Depending on what I find I may say something to the effect that I am NOT sure we can effectively work together, but offer a 90 day trial period based on a "Preferred Client" Fee.
At the least I get something on which to proceed. If they do proceed, I then say The
"Preferred Client" can continue if you believe that I add value and you are willing to provide referral(s).
As a coach you must measure the value of such an approach in terms of what you previously did.
Hi, I work in this industry for a training company in New Business Development, You have to be onto the client, You need to be following up at all times and dont stop calling until you get hold of the person. If you have been in for a meeting, go back in and say you were just passing, that way you can counter the objections. Lastly and the most important aspect is.. you have to be the best, if your not closing deals you need to look at 3 things.
I would be happy to send you a sales book that works for us, no cost.
email me at ben.thompson @lammore.com im happy to help as I know how hard this industry is.